What Does This Have to Do with Business and Sales?
In it’s most general term a ‘map’ is any tool that helps us understand and navigate the situation we are facing and the ‘territory’ is our actual situation.
In business and in sales, these maps include:
- Sales processes, scripts, and tools
- Business processes and protocols
- Dress and speech codes
- Lead generation and nurture
The territory would be the actual real-world conversations you have, the sense of rapport you do or do not have, systems glitches, etc.
Every day your business uses a map to function. Even the decision to ‘wing it’ and make up the rules as you go is a map… of sorts.
One of my favourite stories to tell with regard to following a map is about a sales rep named Bob. My friends know him as ‘Bob the photocopier man’. Bob’s map was detailed and fixed in his mind. He went from Point 1 to Point 2 to… Point X without any variation.
I encountered Bob on a day when I was short of staff and short of time. I wanted the answer to a SINGLE question and was ready to sign the purchase order as soon as that was answered. Unfortunately, Bob was so fixated on his map, that he couldn’t read the situation… And lost the sale!
This principle can make the difference between paying your bills… And not doing so.